Matthew McDarby | The Sales Leaders Operating System
Building Cohesion In Revenue Teams with A. Lee Judge
In this episode, host Matt McDarby is joined by A. Lee Judge, an experienced executive in digital marketing and founder of Content Monsta. Lee brings a fresh perspective on aligning sales, marketing, and customer success teams to drive results.
Lee introduces his CASH system—focusing on communication, alignment, systems, and honesty—as a way to strengthen collaboration and efficiency in revenue-generating teams. You will gain practical insights on the evolving role of sales in the buyer's journey and the importance of data-driven decision-making.
With actionable strategies, this episode is tailored for sales leaders looking to improve alignment within the revenue team and achieve critical revenue goals. Whether you're new to leading a team or a seasoned professional, this conversation will offer valuable tips to enhance your leadership approach.
Show highlights:
- Discover the CASH framework to bridge sales–marketing misalignment. [04:09]
- How sales must change with information-empowered buyer behavior. [07:19]
- Have you tried leveraging unstructured data in sales with AI? [13:04]
- When to ditch marketing speak and call a screwdriver a screwdriver. [15:10]
- Why marketing should be in all sales meetings. [17:00]
- Vanity metrics vs. marketing equations that matter to sales. [19:10]
- Tips to turn customer objections into valuable content. [21:36]
- Leadership transformations needed for a unitive sales–marketing revenue organization. [23:48]
- Does your company culture foster information honesty? [28:58]
- How to revamp sales engagement with Salesforce. [32:54]
Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min
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